Job Description

Introduction
A Customer Success Manager Architect (CSM) career in IBM means a career where you\xe2\x80\x99re helping clients fully realise the value of their existing IBM products, whilst growing their adoption of next-generation technologies from across IBM\xe2\x80\x99s wider portfolio. It means being a trusted strategic advisor to some of the world\xe2\x80\x99s most transformational enterprises and culturally influential brands, as they rely on your expertise and our technology to solve some of their hardest problems.Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you\xe2\x80\x99ll be surrounded by bright minds and keen co-creators \xe2\x80\x93 always willing to help and be helped \xe2\x80\x93 as you apply passion to work that will have a positive impact to the world around us.Your Role and Responsibilities
A Customer Success Manager opportunity in IBM might be different to what you\xe2\x80\x99re used to. In addition to the people and commercial skills often associated with this position, an IBM CSM is also an Architect. Someone with a deep understanding of technical complexities. A person who can quickly understand clients\xe2\x80\x99 hard-to-understand technology issue and communicate them back in an easy-to-understand way.With deep roots in a hands-on technological background, and through different communication techniques, you\xe2\x80\x99ll be able to showcase IBM solutions. Using excellent communication, you\xe2\x80\x99ll articulate their compatibilities with a client\xe2\x80\x99s stack via use-case identification, solution architecture design, and MVP builds.With technical expertise and a consultative style, you\xe2\x80\x99ll quickly build credibility as a trusted advisor at all levels. To drive expansion and renewal growth, you\xe2\x80\x99ll guide IT executives through the changes needed to realise the full value of expanding their adoption of IBM\xe2\x80\x99s products.Your primary responsibilities will include:

• Understanding Client\xe2\x80\x99s Challenges and Building Trust: Understand clients\xe2\x80\x99 primary challenges and establish yourself as a trusted technical expert for their migration, deployment, and adoption of Hybrid Cloud and AI Growth offerings.
• Facilitating Use Case Exploration and Business Framing: Lead use case exploration and business framing workshops, develop client value realization models.
• Leading Persuasive Technical Conversations: Lead technical discussions that persuade clients to act based on their requirements and the value provided by IBM\xe2\x80\x99s solutions.
• Creating Post-Deployment Customer Success Plans: Develop post-deployment customer success plans aimed at continually increasing post-launch, active user adoption of IBM\xe2\x80\x99s products.

• Proven Technical Expertise in Complex Technology Sales: Demonstrated track record as a technical expert (e.g., Engineer or equivalent) in successfully closed Technology sales cycles.
• Hands-On Experience in Technology Domains: A previous background with hands-on practical experience in one of the following areas: Cloud, Data and AI, Automation, Integration or Security, enabling rapid establishment of credible trust with client stakeholders.
• Proficiency in Agile Practices: Solid experience in utilizing agile best practices to achieve successful outcomes in an agile and swift manner.
• Effective Communication and Relationship Building: Demonstrable success in communicating and personal relationship development at all levels, from engineers to CIOs.
• Self-Motivation and Problem-Solving Aptitude: A natural inclination toward self-motivation and initiative, in addition to the ability to navigate data and people to find answers and present solutions.

• Broad Technology Solution Expertise: Proven experience working with a diverse range of technology solutions, including Cloud, Data & AI, and more (training in IBM\xe2\x80\x99s products will be provided).
• Sales Experience in Software and Cloud: Demonstrated experience in software and Cloud sales, encompassing software, SaaS, IaaS, PaaS, and Cloud solutions.

IBM